memoryBlue Insights 11/7/22
Below is the memoryBlue weekly bulletin, delivering sales development insights every Monday to our entire slate of high-tech clients. The updates span all six memoryBlue offices, encompassing 175+ sales development campaigns and 300+ SDRs working relentlessly to generate net new revenue for these businesses.
Hustle is about more than scheduling meetings. It recognizes the overall effort SDRs put in as they dial and converse with various prospects, allowing us to foster a supportive environment that still challenges our SDRs to excel.
This week, we recognize the exceptional hustle of one SDR in particular and get the run down on DM Jake’s training on overcoming objections.
Notable Numbers
- 77.7% – Percentage of meetings booked by phone last month.Phone calls continue to dominate as our primary source of bookings with our current annual percentage tracking at 78.4%.
- 59.36% – Percentage of leads booked to occur last month. This is tracking similarly to Q3’s percentage of 58.73.
Highlight of the Week
What does hustle look like? Let’s take a look at SDR Dominic on DM Joseph Codiga’s team. Dominic finished October as a top hustler for the entire week with a hustle percentage of over 100% and 6 scheduled leads! His weeklong success wouldn’t have been possible without his particularly strong performance at the start of the week.
On Monday October 24th, Dom came in with 136 dials, 9 connections with prospects, and a booked meeting with one of his client’s top target accounts. With these impressive stats, he managed to reach a hustle percentage of 109% by 2:30 PM. However, his response to this success was what really exemplified memoryBlue’s hustle mentality. Instead of using his accomplishments as an excuse to sit back and relax, Dom used it as motivation to keep pushing harder. This dedication resulted in yet another scheduled meeting off of just one additional conversation with a prospect, finishing his day with a 154% hustle. This is what’s possible when the hustle is at an all-time high.
Spotlight on Training
DM Jake Einwechter focused in on objection handling in last week’s weekly training. He introduced the topic with 3 important things to keep in mind:
- Don’t devalue yourself
- Remain assertive
- Use the objection as an opportunity to get curious and extend the conversation
From there he addressed common obstacles sales reps can encounter and his favorite responses to get around them. Whether prospects state that they aren’t the decision maker, claim that they lack the budget, or make you feel like you’re not a priority, Jake proves that no objection has to mark the end of the conversation.
Lead Scores
These client-based lead scores hit the mark last week:
10/25/22 – 2:53 PM – 10/10 – Devon
“Devon did a fantastic job of not only booking this one but rolling with the punches when the call got rescheduled multiple times. Today we walked away with at least three opportunities with this customer!”
10/24/22 – 2:31 PM – 10/10 – Rachael
“Great meeting! Rachel did a great job of giving the prospect all the information he needed, and he came to the meeting with a good understanding and plan of how to move forward with a demo. Homerun!”
10/27/22 – 11:12 AM – 10/10 – Jake
“Jake made this call happen through perseverance. This customer was very difficult to get to a meeting, but Jake stuck with it and ultimately made it happen. The call was worthwhile and with a good candidate.”
memoryBlue Hustle
While scheduled meetings are the end goal, we find it equally important to recognize the behind-the-scenes efforts that make those meetings possible. That’s why at memoryBlue we utilize the hustle equation.
100% hustle happens when 100 dials are made, 10 connections are had with prospects, and one meeting is booked per day. It gives SDRs clear goals to aim for while giving us the chance to recognize the hard work they’re putting in even when meetings aren’t getting booked as frequently.
